Transcript Working with SAIC 010511 - 276 January 18, 2012 The information contained within these pages is proprietary to SAIC, and is principally intended.

Working with SAIC
010511 - 276
January 18, 2012
The information contained within these pages is proprietary to SAIC, and is principally intended for employees of SAIC and its subsidiaries only.
SAIC Business Overview
Commercial and
7% International
• Business Areas
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National Security
Energy & Environment
Health
Cybersecurity
U.S. Department
76% of Defense
Civil and Other
17% U.S. Government
Approximately $11 billion
(Fiscal Year 2011)
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SAIC’s Philosophy – “Small Business is Good Business”
• Small businesses provide tremendous value to our customers while enhancing
SAIC’s competitive offerings
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Niche capabilities
Adds depth to talent pool
Agility
Customer affinity
Increased cost competitiveness
• SAIC is committed to effectively working with and using small businesses
– Assist our small business partners in identifying and developing new business
opportunities
– Teaming and subcontracting on full and open competitions
– Teaming with small businesses in small business set-asides
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SAIC’s Small Business Past Performance – A Strong Record
Recognition and Awards
• SBA Dwight D. Eisenhower Awards for excellence in small business utilization (2001, 2007, 2011)
• SBA Frances Perkins Awards for excellence in working with women-owned small businesses (2010, 2004,
2002)
• Nunn-Perry – 13-time winner for excellence in mentoring small businesses from DoD
GFY 2011
GFY 2010
GFY 2009
GFY 2008
Small Business
$2330.1M
$2270.6M
$1988.1M
$1638.9M
Small Disadvantaged Business (SDB)
$279.7M
$353.7M
$366.5M
$335.6M
Women-Owned Small Business (WOSB)
$415.8M
$409.3M
$360.8M
$347.8M
HUBZone Small Business (HUBZone)
$100.6M
$72.1M
$98.6M
$88.2M
Veteran-Owned Small Business (VOSB)
$643.4M
$461.5M
$335.9M
$305.5M
Service-Disabled Veteran-Owned Small Business
(SDVOB)
$315.6M
$248.9M
$143.2M
$156.0M
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Ways to Engage a Large Business (Big Picture)
• Too little, too late
– Inquiry regarding teaming opportunities following press release of contract award
– Identifying open job positions on large business website
• Passive (“just enough”)
– Registering on CCR and SBA websites
– Registering on large business small business website
– Generic email to company small business office
• Active
– Marketing federal agency customers to:
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Identify upcoming opportunities
Learn and become familiar with the contractor landscape at customer location
– Identify opportunities through forecasts and other market research tools
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Ways to Actively Engage a Large Business
Time and Effort
Required
• Use of a prime’s existing contract vehicle to facilitate business
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Business has marketed opportunity and customer is receptive with caveats
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Customer is constrained/prefers to use certain IDIQ vehicles (e.g., DHS EAGLE)
Customer prefers GSA schedules/GWACs (Schedule 70, Alliant, etc.)
Critical step is to match opportunity to:
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Contract scope
Terms and conditions unique to contract
• Teaming/Subcontracting
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Your firm has knowledge of the opportunity
Firm has demonstrated past performance and customer knowledge
Relationship formalized well in advance of the opportunity being competed
through teaming agreement
• Meeting prime contractor personnel
– Presenting capability briefing
– Discussing opportunities
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Engaging large companies
• KNOW the business areas, needs and customer sets of the large business
• KNOW your audience and be specific
– Who: Program Manager, Business Developer, Subcontracts, etc.
– What: Specific customer, a specific opportunity, market segment, etc.
• KNOW what opportunities are present at the customers you are targeting. This includes
current and future in terms of your capability
• KNOW what your strengths unique to the prime and the opportunity
• KNOW the competitive landscape and your potential weaknesses
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Teaming – What Does SAIC Look For
• Skills – What is it that you do best
– Niche technical and functional expertise
– Key skills and certifications – PMP, ITIL, ISO, CMMI
• Past Performance
– Proven past performance/strong CPARS
– Prime and subcontracting performance on related efforts
• “Marketability”/ Customer Knowledge
– Customer intimacy and familiarity
– Understanding customer culture, challenges, and needs
– Understand the length of the acquisition/proposal lifecycle and the diversity of contracting vehicles
• Other Key Factors
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Location and ability to support various geographical areas
Appropriate clearances
Established rates and related financial controls
Financial stability
• Type of Business – SB/SDB/WOB/HUBZone/SDVOB/VOB
Remember SAIC teams upfront well in advance of opportunities being let
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Things to be mindful of and strategies to consider
• Teaming Discussions
– Make sure an NDA (non-disclosure agreement) is in place before meaningful negotiations
– Secure a signed teaming agreement to ensure being on the team
– Assign points-of-contact to effort and know prime POCs including:
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Capture manager (and possibly proposal manager)
Procurement/Subcontracts
Program manager
• “Blocking & Tackling” – Proposal phase
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Be responsive to all data calls during proposal phase and any down-select/BAFO efforts
Share any market intelligence you come
Continue to place an emphasis on stellar performance on current contracts
Retain your key employees
• Post award
– Secure a signed subcontract
– Get to know the Program Manager
– For IDIQ contracts:
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Plan to actively market
Understand how task orders will be shared/disseminated
• Avenues to differentiate yourself from other subcontractors
– Consider investing in technical certifications for the organization or employees
– Know the customer and target your teaming activities
– Develop a competitive cost structure – cost has at times been the factor
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Where You Can Play – The Big Picture
• Defense Solutions
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• Logistics and Product Support
C2/C4
System integration
Distributed networks
Modeling and simulation
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• Intelligence, Surveillance, & Reconnaissance (ISR)
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• Energy and Environment
Information processing, exploitation and dissemination
Sensors
Geospatial intelligence and imagery
Language services
• Health Solutions
Clinical health information technology
Health infrastructure
Public health
Health services
Supply chain management
Product sustainment
Fleet management and support
Asset visibility and tracking
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Smart grid and energy management systems
Alternative energy
Energy efficiency and design-build
Environmental management and compliance
• Cybersecurity and Information Technology
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Enterprise risk management
Information operations
Analytics and forensics
Managed IT services and infrastructure
Software and data management
Points-of Contact
Alexis Tobe, Business Development Specialist
• Email: [email protected]
Victoria Vo, Business Development Specialist
• Email: [email protected]
Babak Nouri, Director
• Email: [email protected]
SAIC Corporate Small Business Development Program:
www.saic.com/sbp
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